Business Development Lead - India

Job description:

This role carries a dual commercial mandate: build business development

capability in the India market, and contribute to national pursuit activity from a Bangalore

Base.

As India Business Development Lead, you will own new business origination and pipeline

development across GCC Advisory, FAO, BPM, and GBS offerings — targeting both

Indian corporates and MNC subsidiaries looking to establish or expand shared services and

offshore operations, as well as international buyers engaging with global

proposition from across India and Global stakeholders.

You will work directly with senior leadership, Solution Architects, and Pre-Sales

team — owning the commercial relationship from first conversation through to contract,

and building the kind of client relationships that generate referrals, renewals, and

Expansion.

What You'll Own

• India Market Development — Own new business origination in the India market across

GCC Advisory, FAO, BPM, and HR & Payroll offerings. Build and develop a qualified

pipeline targeting Indian corporates (mid-market and enterprise) and MNC subsidiaries

seeking to set up, scale, or optimise GCCs and shared services operations. Establish presence and credibility in the India GCC and GBS buyer community through relationships,

referrals, and market engagement

• Senior Stakeholder Engagement & Relationship Building — Operate at CFO, CAO, COO,

and Head of Shared Services level across both India accounts. Lead executive discovery

conversations; build trusted relationships that survive the sales cycle and extend into

delivery. Develop and maintain a relationship network across the India GCC community —

industry bodies, advisory firms, peer networks, and ecosystem partners that generate

referrals and commercial intelligence

• Solutioning & Commercial Leadership — Work with Solution Architects and Pre-

Sales Analysts to shape compelling, commercially sound proposals for active pursuits. Lead

or co-lead client discovery and solutioning sessions. Own commercial positioning, pricing

inputs, and deal structuring for India opportunities. Ensure every proposal reflects a genuine

understanding of the client's business context — not a template response.

• Pipeline Management & Revenue Accountability — Own and maintain an accurate, well-

qualified pipeline for India and assigned markets in CRM. Deliver against quarterly

and annual new business targets. Produce timely and accurate pipeline forecasts for BD

leadership. Contribute to win/loss analysis and continuously improve pursuit methodology

and conversion rates.

• Market Intelligence & Ecosystem Development — Track developments in the India GCC,

shared services, and FAO market; stay current on buyer sentiment, competitive moves, and

regulatory or policy changes that affect proposition. Build and maintain

relationships with India-based advisory firms, ecosystem partners, and industry associations

(NASSCOM, ASSOCHAM, GCC-focused bodies) that create commercial opportunity and

market intelligence.

Whom We're Looking For

The India GCC Insider You understand the India GCC market in a way that only comes from

operating in it. You know which companies are setting up, which are scaling, which advisors

they trust, and what the procurement journey looks like from the inside. You can have a

credible conversation with the Head of GCC Strategy at a large Indian corporate or the CFO

of an MNC subsidiary — and you know the difference between those conversations..

The Relationship Builder You invest in relationships before you need them. Your network in

the India GBS and GCC community is genuine — built over time through presence, follow-

through, and the kind of advice that earns trust before there is a deal on the table. The best

opportunities in your pipeline came from someone who called you first.

The Enterprise Deal Closer You have personally originated and closed large, complex, multi-

year services engagements — not with the support of an SDR team or an outbound engine,

but through your own strategic outreach, executive relationships, and commercial acumen.

You know what it takes to navigate a complex buying committee, manage a formal RFP

process, and structure a deal that satisfies a CFO. You have managed sales cycles that ran

twelve months or more, worked alongside solution architects to shape the commercial case,

and delivered signed contracts — not just qualified pipeline. You have done it before, and

you can point to the evidence.

The Solution-Aware Seller You understand what you are selling well enough to lead a

solutioning session — not just a discovery call. You know the difference between a GCC

advisory engagement and an FAO transition. You understand what a CFO is evaluating when

they consider outsourcing R2R or setting up a shared services centre. You can contribute

meaningfully to pricing inputs, commercial structuring, and proposal shaping alongside

solution architects. You don't pitch features — you build the business case, and you can

defend it in a room full of decision-makers.

Qualification:

• 6–12 years in B2B business development or commercial leadership in GBS, GCC Advisory,

FAO, BPM, consulting, or professional services — with a demonstrated track record of

personally originating and closing large, multi-year services engagements in India

market. This means deal closure, not pipeline generation. Candidates whose experience is

primarily in SDR management, lead generation, or SaaS-based outbound sales are unlikely to

be the right fit for this role.

• Bangalore-based; comfortable with domestic travel for India client engagement and

periodic international travel for opportunity pursuit activity.

• Demonstrated experience selling to senior finance and operations stakeholders (CFO,

CAO, COO) in Indian corporates, MNC subsidiaries, or both — with the ability to maintain

and deepen those relationships throughout a complex, multi-stakeholder buying process.

• Proven experience managing long enterprise sales cycles — 12 months or more — from

initial outreach through formal RFP / tender processes to contract signature; including the

commercial structuring, negotiation, and stakeholder alignment that complex services deals

Require.

• Background in Big 4, BPO, GCC advisory, consulting, or technology services is a strong

indicator of the sales motion this role demands; experience selling outsourcing, managed

services, finance transformation, or multi-service engagements is highly valued

• Proven track record of selling GCC Advisory, Finance & Accounting Outsourcing, Tax &

Compliance, and BPM / GBS services — not just familiarity with these domains, but

demonstrated commercial closure in them; sufficient depth to lead solutioning sessions,

contribute to pricing inputs, and shape proposals alongside solution architects and delivery

Teams

• An active, maintained network of CFO, CAO, COO, and senior Shared Services decision-

makers in the India GCC and GBS community — not relationships you once had, but contacts

you could call today; the kind of network that generates referrals, early intelligence, and

first right of conversation on emerging opportunities.

• Experience pursuing or supporting commercial opportunities in APAC or the Middle East

markets is a strong advantage.

• Relationships with India-based GCC advisory firms, ecosystem partners, or industry bodies

(NASSCOM, ASSOCHAM) are a significant advantage

• Strong communication, negotiation, and executive presence — in person and across time

Zones.

• A significant proportion of your career revenue must have come from opportunities you

personally identified, pursued, and closed — not from inbound leads, team-generated

pipeline, or SDR-sourced opportunities; candidates who cannot speak clearly to self-

originated deal closure will not be the right fit for this role.

• MBA / CA / CMA or equivalent post-graduate qualification preferred